Thought Leadership Resources

#22 How to answer your client’s question: “Will your solutions work in my world?”

It’s always good to put yourself in your clients’ position – particularly the position of someone who’s considering whether to green-light you for their next project. So, the question going through their mind might be, “Sure, you’ve got some good ideas – but how do I know that those ideas will work in my situation?

#14 The Goldilocks test for content – “Not too complicated, not to basic, but just right.”

• “This article isn’t technical enough.”
• “Doesn’t everyone know the information in this white paper?”
• “This blog post is just beginner level. How about something more advanced?”

Those are questions I frequently get from business professional clients when we’re discussing topics for blogs, articles and other forms of thought-leadership content they can produce. And they’re valid concerns.

#13 Answering your prospect’s biggest concern: “Have you done this before?”

What factors would cause a prospective client to hire you, over another business professional? Over the past few weeks I’ve been doing some research, digging into exactly that question. I’ve been talking with people who are in position to hire external advisors, asking them what tends to sway their decision.

Their most common answer? “I want to be sure you’ve done this kind of work before.” They want experience, and they want to be sure it’s experience for their kind of situation.

#10 4 guidelines for “review” content that helps you build trust with clients

Clients are more likely to do business with you if they know, like and trust you. And while it’s easy to become “known” to a potential client, and be sure they “know” what you can do for them, getting them to trust you is a huge issue.

I find that once I’ve delivered successfully for a client, that trust level is high – but at the start of the relationship, we’re both feeling our way.

One way to build trust, even before you meet a prospect, is by showing yourself to be like them. This is because if you build commonality with them, they’re more likely to believe that you can help them solve their problem.

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